Dan Martell - Leaders inspect what they expect

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00:00:00.000 We have to inspect what we expect.

00:00:02.320 Imagine you had a coach that asked you to work out

00:00:05.780 and he never checked your workout logs.

00:00:08.460 He never correlated your effort,

00:00:10.700 never tested you on your strengths.

00:00:12.640 If I have a revenue leader

00:00:13.980 that's in charge of managing my revenue team

00:00:16.380 and they have a sales process,

00:00:17.940 I will ask randomly for call recordings from sales reps

00:00:22.760 to see if they're following the script.

00:00:24.920 If I noticed that none of the people followed the script,

00:00:27.280 it means the revenue leader's not training

00:00:28.860 and holding people accountable people that just give stuff to other people and don't do that

00:00:33.380 you're not a leader

Dan Martell - September 28, 2024